All firms providing wealth management services, including life insurance companies, know that getting the client onboarding experience right is essential. This helps to set the foundation for a deeper and more profitable long-term relationship with new clients and their families.
In the past, onboarding has been overly administrative, involving repetitive data entry and extensive paperwork. Much of the data collected has aimed at meeting compliance needs rather than creating a strong advisor-client alliance.
Focused attention has been directed toward improving the client experience during onboarding and some firms are now rolling out more advanced capabilities in this area. Those taking a strategic approach to onboarding are likely to get the most value out of their investment and ensure they are optimizing their front-end value chain activities.